国际商务谈判启示与体会

The lesson of international business negotiation course and feelings As international economic and trade professional students, after graduation work must involve with business negotiations, so to master the principle and techniques of business negotiation is important. This course through the international business negotiations, we study the business negotiations from start to offer to negotiate the final to clinch a deal the phases of the strategies and techniques, and case study in class, and simulation in the negotiations to find some feeling of business negotiations."The international business negotiation is both a science and an art". Should in dealing with the perspective of scientific, rigorous doing scholarly research, master the basic theories of international business negotiation, and combined with subjects such as psychology, behavioral science and management for comprehensive understanding of business negotiation; Another aspect of negotiation is the interpersonal communication, in the communication reflects the wisdom and negotiator's personal charm and team spirit, a variety of theoretical knowledge into, in the negotiations of lips gun heated dispute, did not reveal a book knowledge of stiff, so that negotiation is an art, the art of language game. In the process of business negotiations, negotiators have the effect of is a core. In my understanding, a good negotiator, first of all, have a calm state of mind, to face with the attitude of a kind of yourself. In personal charm toincrease the pressure to the other party and is the foundation of successful negotiations, so to speak. Second, again good if negotiators from strong material support, it is hard to play the best level. In the negotiations, the light with the mouth is not enough to persuade others, have their literal can convince the other party. Finally, as a member of the team, the negotiators must believe in the power of the collective. Individualism can only let the other side negotiation advantage, to win the collection team in all the wisdom of the people.What the next is the international business negotiations themselves specific feelings and summarized.The first is the preparation before negotiations. This stage is the most important is ready to collect good negotiation information targeted negotiations. Get to know each other country's politics, economy, culture, religion, law, business practices, social customs can provide favorable conditions for the smooth of our negotiations. And to the other side of the operating and financial conditions, such as credit conditions need to be clear. To collect this information is based on the amount of we want to buy the goods after the price to prepare for a negotiation scheme. This request for any what might happen to predict and prepare for the plan. In simulation for the first time negotiations, the buyer and the seller didn't negotiate good prerequisites, so that the negotiation process very embarrassed.The second is in different stages of the business negotiation strategy. In the start stage of the strategy is to seek negotiators start position and achieve control of the negotiations start action and ways and means, a typical start stage of the strategy mainly has the same type, reserved type, open type, and attack type. Using these strategies is, of course, we should give full consideration to the relationship between the two sides and both sides of the power. Quotation marks entered the stage of substantive negotiations, also marks the both sides of the material requirements at the negotiating table. We should follow the sell offer high buy low, certainly, and reasonable principle, not on wild speculations. The consultation stage is the negotiations both sides face to face discussion, reasoning and controversy, even for a contentious development stage, is substantial coordination or battle phase. At this stage the negotiators to deal with the basic ways of bargaining particularly familiar with, so you can help to get their own advantageous position. Concession is the focus of the talks, must be careful to treat in the negotiation. Remember in seven or eight set of negotiations, the buyer is stick to their principles, step not to let on the problem of breach of contract, I think it is likely to make the stalled negotiations both sides cannot continue. So in the actual negotiations should let let step is also possible. In the eight analog negotiations is the most important thing I think bargaining stage both sides should give their grounds for a price or price, it is easier to persuade the other party. In fiveor six groups of negotiations, the buyer give preference to the other commodity marketing rights to ask for the price cut is an excellent way to temptation.The third is to be particular about manners. The role of international business negotiation etiquette is self-critical, 2 it is to respect people, 3 it is to reflect a country's civilization degree. As a negotiator in the negotiations should pay attention to dress neatly, pay attention to personal hygiene, stable manners to natural and graceful, elegant, natural looking honest and kind.The fourth is to different countries and regions, business negotiation style. Although we is not involved in the process of simulation of this stuff, but in the process of actual if familiar with the negotiations style can be made on the basis of some good to make negotiation go smoothly.Through this semester of study, learned a lot about the knowledge of the negotiations, benefit, which laid a foundation for later work. I think this semester simulation negotiation is very useful. I think after simulated negotiations should pay attention to the following questions:1. Before the talks the two sides should communicate well, including both the background information, the management of financial situation, and agreed to purchase the commodity name, article number, etc. Both sides to clear his position and in the process of negotiation of the said shouldn't say.2. All staff to do their job in the course of the negotiation, from the aspects of their position, reduces the price or price request. As purchasing supervisor can say more recent purchase of material to depreciate or delay the payment, and so on. Each member to participate, in the course of the negotiation, of course, the talk is to speak the most weight is also the most. Negotiations for the first time we set each member has to speak, but apparently the main talk about the status of no apparent, so the second time we speak some members did not cause some of the negotiating process.3. The negotiation language doesn’t be too aggressive, although a simulated negotiation language or a exquisite one is better. In the actual do not always say in the process of buying and selling in righteousness, even if the business done but as long as to get to know each other, later will have a chance to cooperate.4. Try to include all aspects of negotiation process. Price, quantity, terms of payment, trade way, insurance, commodity inspection, etc are involved. All aspects of professional knowledge to have a deep understanding, as liquidated damages, the proportion of the insured amount, etc.5. The negotiating process also needs to show another person. I think is mainly composed of the main party of doubt personnel to control negotiation situation and process, such as to put forward the problems ofstop or break.These are my rough summary above I am in others writing saw more detailed summary.I'll write out my summary.1, determine the negotiations attitudeIn business negotiations object facing the varied, we can't come up with the same attitude to treat all negotiations. We need according to the results of the negotiations object and negotiations to the importance of the attitude to be pursued to determine the negotiation.If negotiations are very important to enterprise, such as big customers long-term cooperation, and the content of the negotiations and the results for the company is not very important, you can have concessions attitude to negotiate, namely in the enterprise without too much loss and influence to meet each other, so for the future cooperation will be more powerful.If negotiations are very important to enterprise, and the results of the negotiations is equally important to the enterprise, then held out a friendly and cooperative attitude, as far as possible to achieve a win-win situation, both sides of the conflict to a third party, such as the division of regional market appear antinomy, then can suggest both sides together or help each other to develop new markets, expand the area, and will negotiate competing into competition together.Management skills if negotiations object to the enterprise is not important, results of the negotiations, the enterprise also is unimportant,dispensable, so you can easily play, don't put too much energy on such negotiations, even can cancel the negotiations.If negotiations object to the enterprise is not important, but the result is very important to enterprise, then the competition with a positive attitude to participate in the negotiations, need not consider negotiation opponent, completely best negotiation result oriented.2, fully understand the negotiation rivalsIs, the so-called enemy and know yourself, fight, this is especially important in business negotiations, understanding of the opponent, the more the more can grasp the initiative of negotiation, as if we already know the base price bidding, the natural cost minimum, the highest rate of success.Understand the opponent is not only to understand each other's negotiation purposes, the heart bottom line, etc., to know more about each other company's business situation, the industry situation, the negotiations personnel's character, the other side of the company's culture, the habits and taboos of negotiation opponent, etc. This can avoid a lot from culture to culture, the conflict between living habits, etc, to negotiate additional obstacles. There is also a very important factor need to understand and master that is the other competitors. A procurement negotiations, for example, we as a supplier, to understand the other possible suppliers and buyers in our negotiations, there are other possible other purchasers andtheir cooperation, so we can timely given slightly more favorable than other suppliers cooperation way, then it is easy to reach an agreement. If your opponent put forward more stringent requirements, we can take out your other buyers information, let opponents know, we are know details, hinted at the same time, we have a lot of cooperation. Instead, we as buyers also can use the same reverse strategy.More than 3, preparation, negotiationThe negotiations both sides initially take out their plan is very beneficial to oneself, and both sides are hoping to get more benefit through negotiation, therefore, the negotiation results will not be first take out the package, but a result of both sides negotiate, compromise, and flexible.In the process of both sides you push me often easy to lose the original intention, or by the other party to the myth, this time the best thing to do is to prepare a few sets of the negotiations, first take out the best solution, to produce the second solution without an agreement, to produce the wait again solution haven't reached an agreement, even if we do not take the initiative to take out the solution, but the heart can be done, whether concessions to the other person's offset the initial set of framework, so as not to appear after the talks ended, discovered, think carefully about their concessions are beyond the scope of the expected to bear.4, establish harmonious negotiation atmosphereAt the beginning of the negotiation, you'd better find some where both parties agree and, to make a more like each other partners in the subconscious. So the negotiations would be easy to progress towards a consensus, rather than the tense confrontation. When encounter stalemate can also take out the consensus of both sides to enhance mutual confidence, resolve differences.Can also provide each other with some interested in their business information, or to some is not a simple discussion on the important issue of, reach a consensus after the wonderful change occurs in the heart.5 set a good negotiation areaNegotiation is a kind of very sensitive communication, therefore, language should be concise, avoid shouldn't say, but in the process of difficult negotiations for a long time also hard to avoid mistakes, which is the best method is set in advance the negotiations of the language, which topic is dangerous, what can't be done, negotiations in the heart of the bottom line, etc. So you can fall into each other in the negotiations is minimized or dance music of the trap.6, language conciseIn business negotiations taboo language loose or languages like a broad way, as far as possible to make its own language concise, otherwise, you are the key words are likely to be submerged in the drag numerous long, meaningless language. A pearl on the ground, we can easily find it,but if you pour a bag of a pebble in the above, looking for the pearl would be very difficult. In the same way, we receive outside the characteristics of sound or visual information is: focus at the beginning, the attention with the increase of receiving information, will be more and more dispersed, if some irrelevant information, more will be ignored.As a result, the negotiation language to be succinct, targeted, to let the other side the brain in the best state of receiving information clearly stated their information, if you want to express is a lot of information, such as contract, proposal, etc., then fit in or read tone to the change of the high and low, light and heavy, important place to raise their voices, for example, to slow down, can also with some questions, cause the other side of the proactive thinking, increasing attention. Important negotiations should be performed before exercise, training of language expression problem, emergency response, etc. Avoid by all means is fuzzy, in the negotiation language long-winded, such not only can not effectively express their intentions, are more likely to make the other side were confused and resentment. Here should be clear, distinguish the difference between the composed and procrastination, although the former is language slowly, but with polished, no bullshit, and such speed can also help each other to understand and digest the information content, I greatly admired the expression in the negotiation. Want to rely on in the negotiation, aggressive momentum down each other, often backfire, most of the resultis not very ideal.7 do a soft nailBusiness negotiation is political and military talks, but the essence of negotiation is a kind of game, a kind of confrontation, full of animosity. At this time the two sides are very sensitive, if the language is too blunt or strong, it is easy to cause the other person's instinct against a consciousness or suffer, therefore, business negotiation to smile when the two sides have differences, the language of euphemism and your competitors, so that the other party will not start the instinctive hostility of the mind, it is not easy to make the negotiations impasse.Bared his teeth are not in business negotiations, the momentum away people can dominate, but is indeed invisible mood not be guided, mind not understand by each other way more restrained. Soft caused forever, vulnerable to just, want to become a master of business negotiations, to do a soft nail.In short, the international business negotiations this course let me learned a lot. It's not like we learn professional courses before many concepts and rules, nor is there much reason to remember. What we need is combined with practice in the theory of flexible understand his books, and turn them into their own knowledge to apply to work in the future.(The above information is derived from the books and their comprehension, and information online.)。